We are looking for our OT Filed Business Developer … Are you up to the challenge ? This position will cover DACH region, and you will be reporting to the global OT Business Strategic leader.
The OT Field Business Developer is responsible both for Industrial Engineering business development and Channel / Alliance Partners. It is essential for her/him to have a strong understanding of OT processes and product line business liaison with WALLIX OT offering to differentiate, develop, and support opportunities. This role contains a lot of communication & collaboration with the WALLIX local sales activities to identify, support and close specific projects as part of the larger project pursuit teams.
You will have to engage with the Industrial Engineering Channel target (ABB, Schneider, Rockwell, Siemens, Emerson, Yokogawa, …).
The position is based in our offices in Munich or Home Office from other cities in Germany.
Responsible for achieving and exceeding the annual sales target through the maximization of business and project opportunities,
Lead and co-ordinate the efforts of WALLIX resources to win qualified projects,
Co-ordinate, where necessary with sales and product resources, initiatives and activities,
Support the development & qualification of channel projects, markets and sales strategies,
Facilitate and ensure application training to Industry & Local Sales teams,
Understand local OT cybersecurity regulations and standards, and apply them to regional offerings.
Integrate local OT cybersecurity organisations to influence the market
Pitch OT value proposition during targeted marketing events
Build effective business relationship with OT and Industrial engineering Alliance and Channel Partners through understanding their organization, developing a business relation with senior management, identifying key decision-makers and understanding their business, strategy and directions,
Focus on opportunities that support WALLIX OT strategy.
Able to work horizontally across all function creating a shared compelling view of the OT business for WALLIX,
Able to lead and coordinate project,
Consultative selling skills to create large sized opportunities.
Share and drive information about new potential accounts & projects with Channel and Sales Management for further analysis,
Ability to educate the WALLIX leadership and influence their development in the OT world,
Ability to set and achieve challenging targets for WALLIX
Take initiative in response to changing circumstances within the organization or markets,
Report any information relative to competition or market trends, and new competitive product developments to the appropriate resources,
Usage customer relationship management tools (i.e. SalesForce), optimizing his/her activities by using SF intensively,
Ensure the right level of business information exchanged within the organization,
Keep skills and knowledge in all areas (technical and commercial) up to date.
Interpersonnal skills :
Collaborate with other Channel and Alliance Partners, Local Account Managers to define OT targets,
Responsible to engage other WALLIX resources in the specific selling approach for OT area,
Provide timely information to support effective management of the business to all levels,
Excellent communication to foster an open environment,
Identify key issues from information gathered,
Demonstrate behaviour in accordance with WALLIX values: Audacity, Commitment, Team Spirit,
Ability to motivate others and herself/himself.
Core competencies :
Reporting to the international strategy team, a high degree of autonomy is expected,
Oral fluency and able to make impact face-to-face or in front of an audience
Ability to build global strategic partnerships within partners,
Business and financial understanding,
Growth mindset and approach,
Accountable for results,
Critical decision making,
Collaboration & teamwork,
German and English speaker (native German preferred)
Technical degree or similar qualification
Prior minimum 4-6 years’ sales experience in OT Industrial engineering technology-based, project delivery organization
Proven ability in appropriate competencies and project pursuit (long term relationship)
Proven ability to achieve results
Join WALLIX ! A company which places the well-being of its employees at the heart of its development.
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